Workshops

Sales Management and Forecasting Frameworks that Actually Work

In this hands-on interactive session you'll learn how you can get on-demand access to the metrics and measures you need to drive quota-attaining team performance and zero in on the number you're going to hit month after month. Specific outcomes include…

Increased forecast accuracy with greater pipeline visibility

Better cash flow predictability and resource allocation

A fact-based framework for managing individual and team performance

Winning More Business by Building Consensus

In this hands-on interactive session you and your team will learn a standardized approach to understanding stakeholder dynamics and building consensus to improve deal win rates. Some of the things you will learn:

More insight into each stakeholder's position across fundamental dimensions that drive support and consensus

A visual mapping system to easily pinpoint where to focus to extend support and build consensus

Increasing Customer Retention through Stakeholder Management

In this hands-on interactive session your teams will master fundamental criteria for managing stakeholder relationships: analyzing where you have access; where you have support; where you're at risk; where you need to build support and where you are well positioned. Your teams will also learn how to use stakeholder mapping to know how each decision makers feels about your products and services and where you need to focus to secure contract renewals..

Outcome highlights include…

A visual map that helps reps pinpoint where they need to focus to extend support or build consensus

More insight into where each stakeholder stands across the fundamental dimensions that drive support

Tips and techniques for cultivating champions and determining who has the political power